Juan Alcobar Is Junior Sales Representative for a Large Equipment

question 50

Multiple Choice

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.
-Sarah and Juan work together to analyze the answers to the questions Sarah asked the prospect about their needs. Based on this analysis,Juan and Sarah put together:

• A)a list of questions about the prospect's payment process
• B)a pricing discount schedule that involves a value chain
• C)a proposal of products that will solve the prospect's problems
• D)a plan for customer service to implement the products
• E)a relationship strategy based on the prospect's long-term needs

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Definitions:

Decision Strategy

A methodology or process that individuals or organizations follow to choose among alternatives and make effective choices.

Maximizing

The strategy of seeking the best possible option or outcome among a set of choices, aiming for the highest utility or benefit.

Heuristic

A problem-solving approach using practical methods or shortcuts to generate satisfactory, but not necessarily optimal, solutions.

Prospect Theory

A behavioral economic theory that describes how people choose between probabilistic alternatives that involve risk.